About this role.
LaunchDarkly is hiring a hunter-focused Corporate Account Executive to win new mid-market SaaS business and expand existing accounts. The role emphasizes self-generated pipeline, outbound prospecting, discovery, solution demos, proof-of-concept management, forecasting, and quota attainment. The AE will partner with sales engineers while maintaining customer and activity data in SFDC, Outreach, Nooks, Pocus, and Claude. Success requires at least one year of closing experience, strong communication, autonomy, organization, and comfort selling a technical developer-tools platform. This US-remote position uses geographic pay zones and offers a disclosed annual pay range of $116,000 to $187,660 depending on location and experience.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I started with a defined ICP, prioritized accounts using firmographic and intent signals, and mapped relevant stakeholders. I used coordinated email, phone, and LinkedIn outreach centered on a specific business or technical hypothesis, then reviewed conversion data weekly to improve messaging and sequencing.
I prepare by researching the buyer's environment, product priorities, and likely release-management challenges. During the call, I use open questions to uncover current workflows, risks, stakeholders, desired outcomes, and decision criteria, then summarize the problem in the customer's language before aligning next steps.
I qualify opportunities against clear exit criteria, validate decision process and next steps with customers, and keep CRM records current immediately after interactions. I review deal risks, close plans, and pipeline coverage weekly with my manager so that forecasts reflect evidence rather than optimism.
I align with the solutions engineer before the meeting on customer goals, technical requirements, roles, and the desired outcome. I lead the commercial discovery and business case while the SE demonstrates the relevant workflow, and afterward we jointly document gaps, owners, and a mutual action plan for the proof of concept.
I would review adoption data, business objectives, stakeholder changes, and product usage to identify unmet needs or teams that could benefit from the platform. I would then engage champions and economic buyers with a value-based expansion hypothesis, quantify the expected impact, and create a plan that supports adoption rather than treating expansion as a standalone upsell.
About the Job:
The Corporate Account Executive is a hunter-focused role responsible for driving net new business and expanding existing accounts within the mid-market segment. This role requires strong outbound prospecting instincts, the ability to self-generate pipeline, and a proven track record of quota attainment in a SaaS environment. LaunchDarkly is looking for product-oriented, customer-focused, sales-driven individuals to help expand our Corporate AE team. You’ll work directly with a manager, sales engineers, and other resources to help customers successfully test, purchase, and adopt LaunchDarkly.
Responsibilities:
- Self-generate pipeline through consistent outbound prospecting into ICP target accounts (this is a core skill for the role, not a supporting one).
- Articulate and sell the value of LaunchDarkly’s’ platform subscriptions
- Prepare for and run discovery sessions with new prospects to surface LaunchDarkly’s core use cases and the value of the usage-based pricing model
- Customize and deliver demos with the Solutions Engineering team
- Run proofs of concept for prospects
- Own, build, and grow relationships with existing customers — driving product adoption and uncovering new expansion opportunities
- Consistently hit revenue targets and accurately forecast on a weekly, monthly, and quarterly basis
- Educate, evangelize, and guide customers through successful adoption of LaunchDarkly
- Deliver customer feedback to our product and engineering teams
- Keep all data current across SFDC, Outreach, Nooks, Pocus, and Claude
Qualifications:
- At least 1 year of closing experience
- Demonstrated success generating your own pipeline through outbound prospecting
- Proven track record of hitting or exceeding quota
- Exceptional written and spoken communicator
- Highly organized and autonomous, with strong time management
- Comfortable and energized operating in a fast-moving organization
- Entrepreneurial and self-motivated
- Intellectually curious and ambitious
- (Nice to have) Exposure to technical buyer personas (engineering, platform, or IT decision makers)
- (Nice to have) Knowledge or experience in the developer tools space
- (Nice to have) Experience selling to mid-market companies
Pay:
Target pay ranges based on Geographic Zones* for Level 3:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle – $136,500 – $187,660**
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago – $122,800 – $168,850**
- Zone 3: All other US locations – $116,000 – $159,500**
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
About LaunchDarkly:
Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare “big-bang” technology migrations.
The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:
- Improving the velocity and stability of software releases, without the fear of end customer outages
- Delivering targeted experiences by easily personalizing features to customer cohorts
- Maximizing the business impact of every feature through the ability to experiment and optimize
- Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
- Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability
At LaunchDarkly, we believe in the power of teams. We’re building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at hr@launchdarkly.com.
Do you need a disability accommodation?
Fill out this accommodations request form and someone from our People Operations team will contact you for assistance.
Your safety matters to us. To protect yourself from potential scams, LaunchDarkly recruiters will only contact you from @LaunchDarkly.com email addresses or via LinkedIn from “Verified Recruiter” accounts. Be cautious of emails from other domains. Legitimate LaunchDarkly recruiters will never ask for money, fees, or banking information before making a job offer. LaunchDarkly will never make a job offer without conducting a formal interview process. Our interview process does not involve asking detailed questions by email. If you are ever unsure about a communication that you receive, don’t click any links—visit Careers | LaunchDarkly directly for confirmed job openings and links to apply.
Please notify us of any fraudulent representation by sending an email to careers@launchdarkly.com.
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